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B2B Street Fighting: Three Counterpunches to Change the Negotiation Conversation
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B2B Street Fighting: Three Counterpunches to Change the Negotiation Conversation

3.83  ·  Rating Details ·  6 Ratings  ·  1 Review
Based on six years of research and 15 years of practical application and consulting on over 20,000 B2B negotiations in nearly 50 countries, B2B Street Fighting will redefine how you think about negotiation. Negotiation has long been thought of as merely a soft skill or a series of random verbal tactics. No more! Gone are yesterday's long lists of tactics and ...more
Paperback, 190 pages
Published March 15th 2011 by Think! Inc.
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Nov 05, 2012 Richard rated it it was amazing
B2B Street Fighting is a book based on techniques that you can use to change the negotiation conversation from the price of products to the value of solutions.

I found B2B Street Fighting a really easy read. It’s well written, has clear examples of common sales situations, and provides easy to understand advice that can help you improve your own technique for negotiations.

The book ascertains that negotiation tactics used by buyers are 97% predictable, and so there’s no excuse for not being prepar
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